Territory Sales Manager

ROLE DESCRIPTION

Summarize as to why this Role exists & how it contributes to the overall objectives of the organization

1. Responsible for implementation of the sales strategies of the business line in the assigned territory
2. Achievement of the sales target for the territory through an effective secondary driven sales plan
3. Ownership of driving secondary sales in the market with the help of LASMs
4. Enhance market shares by enforcing the right product mix and business partners selection in the assigned territory improving the numeric and weighted distribution

Team / Reporting Relationship :

The position reports into PRODUCT IN-CHARGE of the product line - PIC

Expectations from the Role / Job

END RESULTS
MAJOR ACTIVITIES

1. Sales Target (AOP) Achievement

• Achieve sales targets by selecting the right product mix and business partners.
• Drive consistent primary and secondary sales, focusing on range selling and repeat orders.
• Enhance market share and build strong relationships with business partners and sales teams.
  

1. Distribution Network Management
   

• Appoint distributors, dealers, and retailers per the business plan, and monitor partner performance, taking corrective actions for non-performers.
• Maintain strong relationships with key retailers, ensure new product launches are placed in potential outlets, and support new business partners for sustained growth.
• Oversee the execution of sales orders, ensure timely invoicing and deliveries, and regularly review lost customer and channel attrition for corrective actions.
  

1. Schemes & Marketing Communications

• Ensure business partners and their sales teams fully understand schemes, driving maximum participation and enhanced productivity during the scheme period.
• Implement BTL activities at retail counters in coordination with trade marketing, ensuring proper branding, displays, and POSM placement.
• Monitor competitor activities and provide regular reports on their launches, schemes, pricing, and POSM to the manager.

END RESULTS

MAJOR ACTIVITIES

1. People Management

• Ensure TPAs are well-oriented and integrated into the system, becoming an extended part of the team.
• Ensure LASMs understand pricing, schemes, and product USPs, and effectively brief retail partners and sales teams.
• Continuously assess associate performance based on productivity, beat plans, and skills, taking corrective actions and identifying high-potential team members for further development.

1. Operational Efficiency Improvement

• Maintain collection periods as per BU and organizational norms, and ensure effective use of sales force automation apps.
• Review territory performance, develop a learning attitude to understand AOP, APO, BI, and DFS for better business insights.
• Address business partner pain points, reduce inventory beyond 90 days, escalate bottlenecks to the reporting manager, and provide timely market feedback.

Key Decisions this job will facilitate

1. Selection of the retailers to be aligned to a distributor
2. Product mix to be made available at a retail counter
3. Regular beats of the LASM
4. Town-wise sales and distribution plan in the territory
5. Instrumental in selecting LASMs and identification of top and non-performers